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The SPIN Selling Fieldbook

Author: Neil Rackham

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It’s the method being used by one-half of all Fortune 500 companies to train their sales forces, and here’s the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:

  • Individual diagnostic exercises
  • Illustrative case studies from leading companies
  • Practical planning suggestions
  • Provocative questionnaires
  • Practice sessions to prepare you for dealing with challenging selling situations

Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Product details

ASIN ‏ : ‎ 0070522359
Publisher ‏ : ‎ McGraw-Hill Education; 1st Edition (31 July 1996)
Language ‏ : ‎ English
Paperback ‏ : ‎ 224 pages
ISBN-10 ‏ : ‎ 9780070522350
ISBN-13 ‏ : ‎ 978-0070522350
Dimensions ‏ : ‎ 19.05 x 1.52 x 23.37 cm